Highlights (to date): * Published (Jun07)  * Romania and Lithuanian    translations announced (Oct07) * Russian translation announced (Dec07) * Sales pass 10,000 copies (Mar08) * Vietnamese translation announced (Apr08) * Special version for Indian sub-continent (May08) * Lithuanian version published (Jan09) * Vietnamese version published (May09) * Russian version published (Jun09) * Simplified Chinese version announced (Jul09)

Smarter Selling (ISBN 0273 712462) Published by Financial Times Prentice Hall "I recently purchased a copy of Smarter Selling whilst waiting at Waterloo Railway Station, and it has proved to be the best inspiration I have had for many years!" "The content of your book "Smarter Selling" was very consistent with the feedback we received in our major customer research. We want to move away from "servicing" and "selling" to demonstrating to our customers that we value them by dedicating time to understand their business and as a result developing solutions that are very relevant." "I have devoured ¾ of your book as I write this early on Sunday morning.  All I can say is that in my opinion this is one of the most important, significant and timely bundles of knowledge in the public domain." "I picked up your book whilst I was in the US last week and read it cover to cover on the flight back.  Every single page resonates with me!" "If you read SPIN Selling, you should read Smarter Selling. This book completes the jigsaw of buyer influences through addressing the emotional and psychological aspects of the sales process." "I ordered the book direct from the UK and it arrived last week.  It's a great read and I can already see where I need to change."

  

You can also purchase from the following web sites: WH Smith (see photo)   Amazon UK   Amazon USA   Amazon Canada  Australian Institute of Management

See below for further information about the book:

• Contents 
   
• Endorsements and readers' comments 
   
• The authors

This book introduces a new approach to sales that moves consultative selling to a new dimension – a dimension that the word “consultative” suggests, but that in practice is not always achieved. Second generation consultative selling establishes a similar level of trust between buyer and seller as exists between doctor and patient.

Is this book for you?

Smarter Selling shows you the strategies to differentiate your sales approach through:

• Recognising how you are perceived by others and being able to change that perception
• Understanding the relationship you have with different buyers and knowing how to change the nature of those relationships
• Understanding buyer types and roles and being able to adjust the approach needed for each different buyer
• Identifying price-busters, deal-hunters and value-buyers, then allocating your precious time and energy more effectively
• Initiating buyer interactions in a way that signals your clear focus on the buyer’s needs
• Engaging in a needs identification process that is open, free from manipulation and enjoyable for the buyer
• Collaborating with your buyers to jointly identify and evaluate potential solutions presenting your ideas credibly and persuasively.

The impact is cumulative. Taken alone, each step represents a small piece of the process. Added together they represent a different, enjoyable and memorable buyer experience.

How is Smarter Selling different to other sales books?

Many sales methodologies, including some that claim to be consultative in nature, focus on helping the salesperson identify a problem that is addressed by their service or product, in order that they can make a sale. Sometimes this works for the seller and the buyer, but often the buyer is persuaded to purchase something that they do not really need with the result that the salesperson succeeds in the short term, but risks souring the long-term relationship.

Smarter Selling outlines a different sales journey. A journey that progresses at a natural pace, where buyer and seller collaborate, with the seller facilitating the buyer’s thought process and helping them achieve their goals. This results in a sales experience that the buyer enjoys rather than endures; that is recognised as different; and that the buyer wants to repeat.

Smarter Selling adds a human dimension to the sales process, recognising that it is people who make buying decisions – and they make them based on instinct more often than intellect. As one sales director commented: “your approach provides the missing piece – the explanation for why we sometimes win jobs when our offering is similar to our competitors.”

Smarter Selling changes people. Buyers become more open and trusting – they share information freely and provide valuable citations and referrals. Colleagues and business associates share leads with you, safe in the knowledge that you will respect and honour their trust in you. You become more relaxed and confident, enjoying the selling process and the help you bring to your buyers.

Smarter Selling contains important messages for many audiences: